Clint Burgess

We ran a program at my last company and were able to get about 125 interviews with buyers per year. Our tips were: Timing is critical. Reach out right after the deal closes. Immediately. Every day lowers your chance of getting an interview. If you can, build some automation from your CRM (we created a trigger from Salesforce that would notify us the minute a deal was closed). If you wait until after the implementation, they will be biased by their implementation experience (good or bad). The goa ...Read More

I'm glad you asked about MVP, because I tried to boil the WHOLE ocean and build a massive VoC program a few years ago. We tried to collect every piece of information that anyone in the company was collecting from the market. It was way too ambitious and my CEO asked us to stop doing it after a summer of work. That was a huge failure, but going back to basics and building a win/loss program was the best choice for me. I mapped out the 12 areas of VoC that we eventually wanted to cover (e.g. custo ...Read More